Winning a championship isn’t easy. It takes tireless work and dedication. Getting that trophy, or that medal around your neck means that the blood, sweat, and tears shed along the way paid off.
What I find very interesting is just how many individuals and teams crash after the big win. I’m sure that injuries or personnel changes play a part, but many of the stories show that they’ve taken their foot off the gas.
If you want to become—and remain—a top producer, you don’t get to coast after you have a big win. Consistency is non-negotiable.
If your sales pipeline looks like a rollercoaster ride at an amusement park, there’s a problem. Inconsistent effort equals inconsistent results! Do you have a 6-month sales cycle? If so, and you took three weeks off from prospecting in June because you had a monster month in May, then your December may look pretty bleak. When you’re struggling to figure out why you’re results aren’t consistent, it’s time to check your input.
There are three elements to creating the kind of consistency in your career that will help you CRUSH your goals.
1. Figure Out Your Why
Simon Sinek is famous for encouraging businesses to find their “why,” and for a good reason! It’s a powerful tool. I use the same approach when creating goals.
Stop and think for a minute: why is your long-term goal important to you? Why do you want to be number one? Why do you want to win?
Go back to the reason why you created your personal vision. What was it about your dreams, your goals, and your vision that you started in the first place? If you can keep why you started in focus, you won’t stop after getting a fat commission check; you’ll remember that your short-term win is only a stepping stone to achieving your bigger dreams.
2. Live Your Schedule
If you’ve read any of my previous posts, you likely know that following a schedule leads to more success. And while creating a schedule sounds easy, the work comes in following it.
Remember that your schedule is what you make it. So create a schedule that accommodates your behaviors and preferences while still prioritizing your income-producing activities. Your schedule doesn’t have to look like everyone else’s, but you do have to create a blueprint for success and commit to following it.
3. Celebrate Your Wins, Then Keep Going
In sales, celebrating wins is crucial. It doesn’t matter if you’re celebrating setting appointments, closing deals, or getting more referrals. If you hit a goal (even a small goal), celebrate it!
If you’re not celebrating your wins, it’s going to get really hard to find the energy to keep going. Just like activity breeds activity, small wins lead to bigger wins. Recognize your hard work and celebrate your success along the way, but here’s the key: don’t let complacency set in and allow you to quit prospecting. Celebrate, take a deep breath, and say, “who’s next?” The momentum you’re creating can push you towards your more significant, long-term goals.
Consistency, Consistency, Consistency
Winning isn’t easy. The only thing harder than winning is to keep on winning. But if you approach your work with purpose and intention, if you always remember that consistency is key, then sustained goal CRUSH-ing is totally doable!
Until next time—go sell some stuff!
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